5 Business Networking Don't s

Updated on May 24, 2011

Here are 5 things not to do when
business networking. In my other article How Business Networking
Opens Doors and Gets Referrals, I covered from Endless Referrals by
Bob Burg the things that get referrals, what I would like to cover
here from the same book are things that keep people from getting
referrals. I have experienced all of these don't s in meetings and
can say from first hand experience that these people do not get
referrals. This list keeps people from "knowing, liking, and
trusting you", which is the key to getting referrals.

Networking is not handing out
business cards with a short ad like: "Gimme a call I will cut
you a deal." He who hands out the most business cards does not
win. Handing out business cards does not bring business, it is
building relationships that brings business, in fact most business
cards you hand out will be thrown away until the person knows,
likes, and trusts you.

Networking is not a sales night to
the people in the networking group. You see this a lot at Chamber
of Commerce meetings. As I covered in my other article, everyone
knows at least 250 people. Real networking is getting to the other
person's 250 people not making the immediate sale to the one,
although it is ok when it happens, but this should not be your goal.

Networking is not forming
partnerships, you send me a deal I will send you a deal. No one
likes someone who is going to be keeping score. Partnerships may
form naturally, but to start out that way is not going to get you
referrals.

Networking is not a social event
although being sociable is part of networking. The socialites among
us believe that being sociable with others will cause people to like
us and thus magically give us referrals. The problem is people have
to "know, like, and trust", liking is not trusting. Trust
is most easily built when people know we are committed to helping
them.

Networking is not about getting
business. No one likes someone walking around with his hand out,
especially at groups where the same people meet week after week like
BNI, Power Core, Chamber of Commerce Starlinks groups. Why would I
look for a referral for someone who is always wanting referrals to
come to them, but never gives any to me or anyone else? But
everyone wants to give referrals to people who come to the meetings
with referrals for them and others.

More by this Author

Often kids come home and inform their
parents they NEED an airsoft gun, and most parents then ask, "What
is an airsoft gun and why do you need one?". 1) A little history, airsoft was
invented before...

Comments 1 comment

These are good rules to follow. I've never read anything about this subject like this. I enjoyed this very much. You have this laid out beautifully and it is easy to understand. Keep up the great HUBS. Up one and Useful. Hey! I'm now your fan! RJ